Andreas Hartl Senior Director EMEA Channels

Andreas HartlSenior Director EMEA Channels

1

Agenda

• Partner Success Stories• FY12 Channel

Plan

• Riverbed & the Channel

Riverbed & the Channel

Doubling From $1 Billion to $2 Billion

2012E 2013E 2014E 2015E $-

$500

$1,000

$1,500

$2,000

A new mission for sales:

Global DominationWe are in the center of every

major IT Mega Trend

Cloud

Virtualization Consolidatio

n

The Riverbed Unified Performance Platform

WHITEWATERCloud Storage

Gateway

“Cloud data at your fingertips”

STEELHEAD WAN

optimization

“Think fast”

CASCADENetwork Performance

Management

“Google for your network”

STINGRAYApplication Delivery

Controller

“Intelligent Application Delivery”

GRANITEEdge- VSI

“Next Gen Storage Consolidation”

$10B market opportunity

The Riverbed Unified Performance Platform

The ROI from IT InvestmentsACCELERATE • Accelerate time-to-market• Accelerate apps• Optimize disaster recovery• Cut bandwidth costs

The Total PictureANALYZE • Spotlight current pain • Identify potential• Map dependencies• Slash diagnosis time

Private / Public Cloud and BranchesCONTROL• Consolidate IT• Prioritize Traffic

• Cloud Balance• Cloud Burst

WHITEWATERCloud StorageGateway

STEELHEADWAN Optimization

CASCADENetwork PerformanceManagement

STINGRAYApplication DeliveryController

GRANITEEdge Virtual ServerInfrastructure

DRIVE PERFORMANCE and CUT COSTS across your entire infrastructure with a unified approach to performance

How do we Accomplish this?

The Channel!

Commitment

• People• Programs• Processes

Our Partner Initiatives are Evolving

Crawl Walk Run

As Reflected in our GTM Model

2008 2009 2010 2011 Grand Total

$0

$100,000,000

$200,000,000

$300,000,000

$400,000,000

$500,000,000

$600,000,000

$700,000,000

DistributorService ProviderSystems In-tegratorVAR

• 30+ Channel People• New Partner Program and incentives• New free sales and presales technical

training• New Partner and MDF Portals• Marketing Tools: MarketBridge and

SharedVu

We Continue to Invest

Those Investments are Paying Off

2009 2010 2011

56% Growth2011 Focus

Partners

The Challenge Ahead

Storage AppsNetworking Lines of Business

Architects

•Currently sales are largely built on tactical product sales •Up-level and broaden our messaging, and our sales efforts•Increase our expertise•Sell to new targets:

Our channel strategy in FY12 is designed to

help address those challenges and enable our partner community

Partner Success Stories

Partner Success Story: Solution Sale

Steelhead Base (~200 SH)

Cascade (Profiler, Gateway, Sensor Pilot)

Stingray

Total Account $5.M

Steelhead Mobile)

Traffic Manager & AptimizerPlanned 2012

Partner Success Story: IaaS

70+ Customers

Virtual Recovery Virtual Hosting Managed Cloud

Partner Success Stories: Alliance Partnerships

Data Protection

- DR- Back-up

ConsolidationApplicationPerformanc

e(Consolidation)So

luti

ons

Allia

nce

Part

ner

Cloud

FY12 Channel Plan

Opportunity$10B+ Market Opportunity — based on current technology and new markets related to cloud,

virtualization, and consolidation

Storage

Consolidation

Application

Delivery

WAN

Optimization

Network

Performance

Cloud Storage

Delivery

Specialized types of partners with variety of go to market models

Partners Skill Set Development

WHITEWATERCloud Storage

Gateway

STEELHEAD WAN

optimization

CASCADENetwork Performance

Management

STINGRAYApplication Delivery

Controller

GRANITEEdge- VSI

The Riverbed Partner Network

Distributors

Systems Integrator

s

Value Added

Resellers

Global Resellers

Service Providers

Riverbed Technology Alliances

PARTNERSHIPCornerstone to Partnering: RVBD Partner

ProgramPA

RTN

ER

INVE

STM

ENTS

(D

epth

in T

AP)

BENEFITS (Discounts, Field Engagement, Rebates & incentives)

Platinum DiamondGoldSilverSales Training

WAN Optimization

WAN Optimization

WAN Optimization

DEPTH

PARTNERSHIPCornerstone to Partnering: RVBD Partner

ProgramPA

RTN

ER

INVE

STM

ENTS

(1

or

mor

e TA

PS)

BENEFITS (Discounts, Field Engagement, Rebates & incentives)

Platinum DiamondGoldSilverSales Training

WAN Optimization WAN Optimization

Network Performance Management

WAN Optimization

Network Performance Management

Application Delivery

Cloud Storage Delivery

BREADTH

Program

New Customer

Growth

Technology Authorization Path

Programmatic

2012 Enhanced Partner Profitability Programs

Deal Registration Management

Partner Margin (NSD and New Products) and loyalty

programs

Built for Mutual Success— delivering the right market coverage

& competency while being built on the foundation of loyalty

& ease of engagement

Capacity/Yield Marketing ROI SatisfactionRevenue Profitability

Results

Thank You